FUJI’s
This FUJI factor uses scarcity by saying “We can only bring on a few more drivers this month.”
What is Fear of Loss (or Fear of Missing Out)?
The very first step where you quickly engage the driver and often hear the first objection.
What is the Introduction?
The first thing that happens after a driver goes ready.
What is search for loads and negotiate rates?
The contract that the dispatcher signs with the broker that details the load requirements.
What is the rate confirmation?
The daily outbound dial goal.
What is 25 an hour?
This factor reminds the customer that “the process will be quick” to keep them engaged.
What is Sense of Urgency?
This step builds engagement and lets the driver share their pain points.
What is the Short Story?
The person whose only job is to find loads on the load boards.
What is Load Sourcer/ Data Entry?
The document(s) truckers must sign and get signed by the shipper and receiver?
What is a BOL (Bill of Ladding)?
S.E.E. stands for these three things.
What is Smile, Engage, & Enthusiasm
This FUJI uses social proof by saying “Yeah, my last driver was doing the same thing before.”
What is Jones Effect?
In this step you align the product with the customer’s goals and share 2-3 perks.
What is the Presentation?
This person calls the broker and negotiates the load.
What is the Logistics Coordinator?
The website or app where load sourcers primarily find loads.
What is Load Boards?
“ATS” stands for this.
This factor reduces pressure by saying “You can do A or B. It’s totally up to you.”
What is Indifference?
This step is called “Assuming the Sale.”
What is the Close?
Two types of photos the driver must submit.
What is POD (proof of delivery) and freight photos.
The company that represents the shipper/receiver and tries to pay the Trucker as little as possible.
What is the Broker?
How much is the low percentage fee mentioned in the perks/ Bullet Theory?
What is 5%?
The four FUJI factors are designed to do this better than just overcoming objections.
What is prevent objections?
The final step that includes a warm transfer and sets expectations.
What is the Rehash?
The online platform where all our data is stored.
What is KaPree International?
The government agency that regulates our industry.
What is DOT (Department of Transportation)?
The other service we offer outside of dispatching?
What is KaPree Academies?